CASE STUDIES

Maximizing Cross-Sell Strategies

Challenge

Develop a marketing strategy for cross-selling annuities to life and disability insurance policyholders.

Solution

Using CHAID analysis and decision trees, Temberton helped the client identify
policyholders who were most likely to purchase an annuity contract and provided
targeted lists for distribution to the client’s agency force.

Building Ideal Customer Relationships

Challenge

Help financial advisors build strong customer relationships

Solution

Temberton developed a Financial Advisor scorecard model, using key activities within the financial advisory process as metrics for a successful client relationship. Using the scorecard, the client was able to:
• Define the combination of products, services, and behaviors essential for nurturing a strong advisory relationship with clients
• Assess the strength of the advisory relationship between individual clients, Financial Advisors, and the client company
• Demonstrate how the scorecard could be used to support the development of business strategies for Financial Advisors and Branch Managers